The Law of Reciprocity states that when you do something for someone else (no matter how small), they feel subconsciously compelled to do something for you in return. This is a psychological fact that is true even for people who are consciously aware of this law. It simply works, and here’s how to make it work for your connections.

When you are connecting with someone, you’re going to be asking them certain questions to get to know who they are and what they need. Once you understand the basics of what they’re interested in, you can ask this question: “Who can I connect you with?”

Find out from them what resources they need, what high-level players they are trying to get in contact with, and start thinking about how you can either connect them directly or at least get them farther along the path than they are now.

When you connect someone with a resource they need, they will truly appreciate what you’ve done for them. And then as long as you’re following up as you should be, it won’t be long before they return the favor and connect you with someone you want to get to know.

Until we connect again,

Larry Benet

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